Manager,Enterprise Account

Schneider Electric Selangor,

About the Job

Strategic Sales Planning

  • Identification & Mapping to Account type using Standardized Account Mapping Criteria
  • Review & Strategic Account Planning to grow IT Division SOW & Sales Revenue in each name account
  • Key Opportunity Close Planning to progress Key Deals in Funnel to timely closure; meeting Quarterly/Yearly Sales Targets
Sector Business Review & Planning to grow IT Division Sales Revenue in target Sector/s. Thorough research & assess on target Sector/s to establish strategies to penetrate & expand Sector/s. Develop strategic partnerships, key solutions mapping and work with Marketing on lead generation programs & strategic marketing programs specific to the Sector/s
  • Key Solutions Mapping & Selling Strategies to develop Large DCPI Turnkey & X-LOB Opportunities
Sales Execution

  • Manage Accounts and develop more qualified opportunities to achieve strong revenue growth target & Share of wallet per Account. This includes understanding Customer's Business & IT Business Potential/ Strategic Coverage/new Opportunities creation/Enterprise Value Propositions creation, X-LOB Selling/ Competitive Selling /TCE Positioning. Proficient in using ITB Key Account Plan
  • Develop & Manage key Opportunities to Closure to achieve Target Win Rate, Up-sell objectives, Target Revenue per deal, Target Monthly/ Quarterly Quota. Proficient in using IT Division Opportunity Close Plan
  • Develop expertise in ITDivision Product/Enterprise Solutions/Large DCPI Turnkey Solutions Selling to address Named Accounts & Opportunities
  • Develop unique Value Propositions & Solutions Differentiations as a Team at Account level & Opportunity level
  • Develop proficiencies in Sales Execution Process, Use of Sale Tools (BFO/InTouch/Designer Portal/Sales Portals)/ Order Management , Delivery Process ,TCE Management Process & Contracting & Com/Legal Negotiation Process
  • Manage a strong Opportunity Pipeline & Track opportunity Win Rate to achieve Accurate Monthly/Quarterly/ Yearly Forecast Targets by LOB, by Individual & Sector Sales Quota
  • Conduct Opportunity Lost & Win Reviews to enhance the discipline of Internal Sales Learning and promote sharing of best Selling Practices across Sales & Extended Sales Team
  • Work closely with Technical Teams, SMEs, LOBs, BDs, Service Delivery team and functional teams to develop, manage and close deals on time on target
  • Strategize, develop & deliver strong pitch to customers on Schneider & IT Division offerings, proposed solutions and Corporate messaging across the sales cycle
Develop Internal & External Partnership Selling
  • X-BU selling & Large X-BU Turnkey Opportunities development and creation
  • Develop Strategic Sell-with & Sell-through Partnerships with key Solution Partners/System Integrators/Contractors at Sector level, Account Level & Opportunity Level
  • Participate in all Sales Enablement, Coaching & Certifications to enhance Competency level in required Knowledge, Skills & Conduct
  • Ensure quarterly Country and Region business objectives are met
Provide feedback & participate in Sales Process & Bid Process Enhancement activities to streamline internal Sales/Bid processes to react to Customer's
requirements more effectively and efficiently

  • At least 7 years sales experience (Knowledge of the IT industry and direct & channels selling a definite requirement)
  • At least 5 years Sales experience in managing customers Financial Institutions
  1. Thorough understanding of the sales function and processes including annual sales planning
  2. Good knowledge of Data Center Physical Infrastructure (DCPI) Design & Solutions, DC Technology Trends, DC Best Practices & DC related Services; including Green DC requirements, DC Tier 1-4 requirements, Energy Efficiency Management, DC Cloud Computing & Virtualization, DC Design & Build, Critical Power & Cooling Solutions, Customer Premise Equipment (voice & data) and Business Continuity/Disaster Recovery concepts.
  3. Good understanding of large turnkey opportunity creation, development and closure and related contracting processes and legal/finance procedures
  4. Strong large account planning & management skills
  5. Good knowledge of target territory/Sectors and their Industry specific IT requirements/ Challenges/dynamics
  6. Excellent Team player, able to handle ambiguity, anticipate and react to changes quickly in a fast paced environment
  7. Strong Leadership in developing internal team & external team (Partners & Customers) to a shared selling vision & strategy
  8. Strong learning ability on Company dynamics, People, Processes, Technologies & Industry Trends & Practices
  9. Excellent technical sales presentation skills
  10. Excellent customer experience management & servicing skills
  11. Excellent persuasive & negotiation skills
  12. Excellent written and oral communication skills
  13. Excellent time management & Business Sales skills
  • Possess good knowledge in finance and reading of financial statement will be an advantage
  • Possess good Knowledge in Sales & Service Contracts terms & conditions negotiation skills
  • Possess good Knowledge in Sales lead generating Marketing Programs and partnership with Marketing and Business Development team to drive Target Sector/Industry Solutions Campaigns
  • Passion in Consultative Selling
  • Adapt well to changes
  • Results-oriented & quest for performance excellence

  1. Ability to build strong relationships with Individuals & with a team, basing on trust, respect, integrity and good personal & professional ethics
  2. "Can Do" attitude
  3. Desire to make a difference & a real impact